Distribution 📦

a16z.com

When Ben Horowitz (of Andreessen Horowitz) asks entrepreneurs what their distribution model will be, he often gets answers like: “I don’t want to hire any of those Rolex-wearing, BMW-driving, overly aggressive enterprise sales slimeballs, so we are going to distribute our product like Dropbox did.” In addition to taking stereotyping to a whole new level, this answer demonstrates a deep misunderstanding of how sales channels should be designed. Ben explains.

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